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Webcast

The Hottest Trends Driving (and Damaging) Sales Force Effectiveness

4 September 2018

Sales organizations are change-intensive environments. They hire, fire, train, assess, retool, restructure, and even recast the fundamental strategies with which they approach their buyers. This puts an enormous burden on sales leaders to understand the disruptive factors driving such changes, so they can successfully navigate the stormy environment. Join Vantage...Read more

Blog Post

Blockchain in Sales: Hype that Hasn’t Delivered

4 September 2018

Many new technologies, even valuable ones, arrive in the world with more hype than substance. Over time, their value is revealed as applications proliferate and adoption ramps. But until then, it can be difficult to parse what’s truly impactful from what is simply noise. In this regard, blockchain is no...Read more

Companion Exhibits

Companion Exhibits: Sales Enablement Practices

30 August 2018

This research explores salesperson training and development practices in sales organizations, with special emphasis on the use of technology to support sales force learning initiatives. Using purpose oriented technology applications in this way is often characterized as "sales enablement". Key topics encompassed in the research include identifying management priorities and...Read more

Research

Sales Enablement Practices

30 August 2018

This research explores salesperson training and development practices in sales organizations, with special emphasis on the use of technology to support sales force learning initiatives. Using purpose oriented technology applications in this way is often characterized as “sales enablement”. Key topics encompassed in the research include identifying management priorities and...Read more

Webcast

Four Must-Haves for Modern Sales Forces

30 August 2018

High-performing sales forces operate differently today than even just a few years ago. Their management and enablement leaders are focused on four activities that differentiate them from their peers. Join us for a webcast which explores how modern sales leaders: Help salespeople have consultative, hyper-personalized buyer engagements Coach salespeople to...Read more

Webcast

Powering Right-Brain Selling and Left-Brain Management with CPQ

29 August 2018

Sales staff need to have both analytical (left brain) and creative (right brain) skills. In this webinar, we'll discuss how you can streamline the sales process with rules-based guided selling, and how to respond to the complexities of ever-changing product configurations, regional currencies, customer-specific pricing, channel discount levels and contractual...Read more

Webcast

How Providing the Right Insights to Sales Managers Can Drive Sales Success

29 August 2018

Does building your pipeline, committing to a forecast, transferring accounts, or making pricing decisions ever feel like blindly throwing items at a dartboard? Answering 'yes' to that is more common than we all want to admit. The reality is all of these efforts are interconnected and they need to be...Read more

Blog Post

The Innovative Legal Strategies Helping Sales Leadership Win the Channel Wars

28 August 2018

Web-based buying alternatives are ratcheting up channel conflict for many sales organizations. Warring channels erode the sales force’s carefully crafted value propositions, and undermining sales strategy and growth prospects in all aspects of the business. Technology businesses, often heavily reliant on indirect sales and distribution channels, are especially vulnerable. In...Read more